Sustainable fashion is imperative to address environmental and social issues associated with the industry. Although it argued that consumers' willingness pay more (WTPM) for sustainable products, compared price of conventional can function as a catalyst motivate companies pursue sustainability principles. Yet whether consumers are willing remains relatively unexplored topic. In this regard, we aimed assess role culture using diverse sample partial least squares structural equation modeling...

Purpose A fundamental research question is what leads some organizations, but not others, to be sustainable in their procurement operations. Extant theoretical frameworks, while valuable, do fully reflect the nuances of decision-making We aim illuminate role individual attitudes, capabilities, and behavioral intentions actualizing procurement. Design/methodology/approach develop a framework by adapting theory planned behavior (TPB) context test with sample 465 professionals based EU through...

Purpose Customer value‐based pricing is increasingly recognised by academics and practitioners as the most effective approach to for companies wishing achieve increased profitability sustained success. However, despite this apparent support implementation of pricing, practical reality that more than 80 percent continue price their products services primarily on basis costs and/or competitive levels. The present study investigates phenomenon identifies main reasons gap between aspiration...

Purpose How do pricing methods affect firm performance? From both an academic as well a managerial perspective this question is important. The literature silent on the relationship between approach and company performance. aim of paper to address research gap. Design/methodology/approach To practical theoretical deficit, authors surveyed 1,812 professionals involved in measure influence Findings find positive value‐based (but not competition‐based pricing) Furthermore, that three...

Purpose The role of procurement managers is crucial for diffusing sustainability throughout the supply chain. Whether or not they are willing to pay an important and yet fully understood question. authors examine antecedents consequences their willingness (WTP) sustainability. Design/methodology/approach develop a multi-level framework WTP in B2B context. test this with 372 from multiple sectors countries using partial least squares structural equation modeling. Findings find that individual...

Purpose The fundamental problem of the resource‐based view (RBV) firm is its lack predictive ability and inability to identify, ex ante , those resources capabilities leading competitive advantage superior profitability. This paper aims propose an extension RBV model that incorporates demand‐based variables customer needs size addressable market segment in definition enable Design/methodology/approach paper's approach use a literature review two case studies. Findings In this company has if...

This study investigates the drivers of customer engagement in e-commerce livestreaming, examining roles livestreamer attributes and community support. With data from 532 Chinese livestreaming customers, we examine effects credibility attractiveness, together with informational emotional support community, on engagement. Findings reveal that is only positive driver Emotional reduces Livestreamer attractiveness enhance within respectively, but neither type positively influences These results...

Purpose This paper seeks to examine the influence of pricing orientation on price‐setting process in industrial firms. Design/methodology/approach The authors designed a qualitative inquiry based principles grounded theory with 44 managers 15 firms located across ten US states. These included CEOs, and marketing professionals, financial professionals working three industries (automotive, building products chemicals). Findings study's results reflect similarities differences experiences using...

Purpose – The purpose of this paper is to test the relationship between organizational antecedents, pricing capabilities, and firm performance. Design/methodology/approach Quantitative survey 748 managers from mostly large companies globally. Findings It was found that following five key resources (the 5 Cs) center-led price management, confidence, championing behaviors, change capacity, capabilities positively influence Furthermore, it behaviors act as important antecedents and, except for...

Purpose – The literature has paid increased attention to pricing capabilities as a set of distinctive, complex activities, routines, and processes that drive company performance. Despite this emphasis, little research addressed the pricing-capabilities construct itself, no accepted measure exists. purpose paper, therefore, is document design, development, validation dedicated scale, PRICECAP. Design/methodology/approach Qualitative plus three quantitative surveys. Findings present describes...

We address the following paradox: most scholars consider value-based pricing as superior to cost- and competition-based approaches in industrial markets – yet, few firms use it. Semi-structured interviews with 44 managers of small medium size US revealed key characteristics that are common who successfully implement pricing: ability face deep transformational change, role champions leaders, creation diffusion organizational mindfulness, building confidence fuel transformation, design...